more on bonus pay

Matt joined us a an appointment setter and qualified for bonus pay his first 2 weeks.  Here are the notes from our interview

Keep the prospect on the phone
Matt says he learned at a previous position "keep the prospect on the phone."

So unless they say "no, I'm not interested," he continues with the script and if the call gets bogged down, he asks 

"are you accepting new clients now?" or

"could you assist these prospects seeking assistance with their retirement?"

"are you available to speak to prospects seeking assistance with their insurance or investments?"

and when they say "yes,"  he continues with the script

He makes sure to get every question answered

Often, when you ask "can you accept prospect in the next 7 days , between now and October 30?"

they say "where are you calling from?

They did not answer the question.  

So Matt says "let me explain, my name is Matt and.....  " and he continues with the next paragraph in the script.

Then at the end of that paragraph, he goes back and asks again

"Are you sure can you accept prospect in the next 7 days , between now and October 30?"

He changes this question

from this: And when you bring on a new client, how much do you earn from an average new client?

to this: I know it varies from client to client, but on AVERAGE, do you think you earn more or less than $2000 from a client?

If they give a vague answer, he says: 

"If you think of our last 10 new clients and how much you earned from each new client, and take the AVERAGE of those 10, is it more or less than $2000?"

He makes a favorable comment about the business expert

When the last page appears with the business expert's name he says ""You are confirmed to have a call with (name of business expert).  Matt say "Oh, he is really great, very experienced,  very knowledgeable, you will have a great call with (first name of business expert."

Matt has been a life insurance agent so he treats each call like this: "would I want this person on my calendar?" if not, he ends the call.  He ends calls when prospects ask too many questions."